Research from the Employee Benefits Research Institute points to an increase in the age of the workforce, which is not a surprise to many. EBRI says 38 percent of Americans older than age 55 are in the workforce, up from 29 percent in the 1993. In addition, 29 percent of people age 65 to 69 are working, compared to 18 percent in 1985.

Why are so many people who traditionally would be retired still working? Two reasons: health care benefits and retirement savings.

Health coverage is getting more expensive and fewer workers are fortunate enough to have defined-benefit pension plans. As a result, older Americans stay in the workforce, even if it is in a job they don?? 1/2 t particularly like. EBRI?? 1/2 s researchers say employers are hiring more ?? 1/2 defensive?? 1/2 workers, people who fear for their current and future economic security and for that reason alone are still working.

Senior advisors should be able to see that a larger number of their future clients are going to work longer than their current crop of clients, and they can plan accordingly.